Feminine values have returned in the subtle art of negotiation. So how can we explain the fact that women do not have the same results as their male counterparts (notably in terms of salary negotiations)? As last May’s issue of monthly World Business paradoxically suggests, «women suffer because they choose not to exploit the full female armory». Here’s why.
The so-called “masculine” characteristics of negotiation have lasted quite some time. Aggressiveness, an assertive tone and excessive self confidence among others have been replaced by values such as attentiveness, empathy, persuasion, dialogue and exchange, all with an “emotional quotient “ and all values traditionally seen as “feminine”.
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